本文選題：人保財(cái)險(xiǎn) + 激勵(lì)機(jī)制�。� 參考：《安徽大學(xué)》2013年碩士論文

【摘要】：隨著現(xiàn)代社會(huì)的發(fā)展以及知識(shí)經(jīng)濟(jì)時(shí)代的到來(lái),越來(lái)越多的證據(jù)表明,員工已經(jīng)成為企業(yè)核心競(jìng)爭(zhēng)力構(gòu)成的關(guān)鍵。那些所謂的成功企業(yè),無(wú)一不在吸引和留住各種人才這一方面具有很大的優(yōu)勢(shì),之所以能夠聚集大量的優(yōu)秀人才,主要是因?yàn)樗麄冇幸惶追浅：侠硗晟频募?lì)機(jī)制。雖然中國(guó)人保財(cái)險(xiǎn)安徽省分公司在目前的財(cái)險(xiǎn)市場(chǎng)上,無(wú)論在市場(chǎng)占有率,還是在品牌形象等方面都保持著領(lǐng)先的地位,但是隨著近10年來(lái)的新興保險(xiǎn)公司不斷地參與著市場(chǎng)競(jìng)爭(zhēng)以及客觀上財(cái)險(xiǎn)營(yíng)銷體制的不斷完善和提升,導(dǎo)致公司各層級(jí)員工的流動(dòng)性日益增多,這給公司的員工管理帶來(lái)了非常大的難度。因此,本文著重從中國(guó)人保財(cái)險(xiǎn)安徽省分公司重新審視原有的對(duì)銷售隊(duì)伍激勵(lì)機(jī)制,全面分析銷售人員需求特點(diǎn),并制定新的激勵(lì)機(jī)制等諸方面進(jìn)行研究,以有助于激發(fā)員工的積極性、創(chuàng)造性和凝聚力,從而有利于公司的長(zhǎng)遠(yuǎn)發(fā)展。 本文共分為五個(gè)部分。第一部分為引言部分,主要是介紹本文的研究背景、研究意義和研究方法,概括總結(jié)國(guó)內(nèi)外學(xué)者的主要研究觀點(diǎn)。第二部分為相關(guān)基礎(chǔ)理論和概念界定部分,在介紹激勵(lì)理論、馬斯洛的需求五層次理論、阿爾德弗ERG理論、雙因素理論、成就需要理論、期望理論、公平理論和目標(biāo)設(shè)置理論這些相關(guān)理論的基礎(chǔ)上闡述了激勵(lì)機(jī)制及其他相關(guān)概念,并對(duì)人保財(cái)險(xiǎn)安徽省分公司銷售人員激勵(lì)制度改革進(jìn)行了界定。第三部分對(duì)人保財(cái)險(xiǎn)安徽省公司的介紹及目前保險(xiǎn)公司的競(jìng)爭(zhēng)環(huán)境、銷售人員激勵(lì)現(xiàn)狀及存在的問(wèn)題進(jìn)行分析。第四部分是以人保財(cái)險(xiǎn)安徽省分公司為實(shí)證研究對(duì)象,通過(guò)對(duì)激勵(lì)機(jī)制目標(biāo)和原則的陳述,提出了人保財(cái)險(xiǎn)激勵(lì)機(jī)制構(gòu)建的總體規(guī)劃和實(shí)施方案。第五部分對(duì)人保財(cái)險(xiǎn)安徽省分公司銷售員工激勵(lì)機(jī)制的具體實(shí)施細(xì)節(jié)進(jìn)行探討,并對(duì)其成效、存在的問(wèn)題進(jìn)行分析,還提出了激勵(lì)機(jī)制能夠?qū)嵤┑谋Ｕ洗胧?本文的創(chuàng)新及特色之處在于,以激勵(lì)理論為基礎(chǔ),從案例出發(fā),通過(guò)對(duì)人保財(cái)險(xiǎn)安徽省分公司銷售員工隊(duì)伍激勵(lì)機(jī)制案例分析,總結(jié)并歸納了基于員工忠誠(chéng)度的保險(xiǎn)公司銷售員工隊(duì)伍激勵(lì)長(zhǎng)效機(jī)制。以期通過(guò)本文的研究對(duì)人保財(cái)險(xiǎn)安徽省分公司銷售員工隊(duì)伍激勵(lì)實(shí)踐又更好的推進(jìn),并為其他保險(xiǎn)公司提供借鑒。我國(guó)現(xiàn)有的研究成果主要是對(duì)中小型企業(yè)人員的激勵(lì)機(jī)制研究,而本文則是在前人的研究基礎(chǔ)上,著重對(duì)保險(xiǎn)公司銷售人員激勵(lì)機(jī)制的研究,在研究過(guò)程中,通過(guò)結(jié)合人保財(cái)險(xiǎn)安徽省分公司的具體數(shù)據(jù)以及公司的銷售人員現(xiàn)狀分析,從而提出相應(yīng)的對(duì)策,以希望能夠幫助、指導(dǎo)人保財(cái)險(xiǎn)安徽省分公司銷售人員激勵(lì)機(jī)制的構(gòu)建與實(shí)施,使之走上飛速發(fā)展的快車道。
[Abstract]:With the development of modern society and the arrival of the era of knowledge economy, more and more evidence shows that employees have become the key to the core competitiveness of enterprises. All those so-called successful enterprises have great advantages in attracting and retaining various talents. The reason why they can gather a large number of talented people is mainly because they have a set of very reasonable and perfect incentive mechanism. Although China PICC Anhui Branch maintains a leading position in the current property insurance market, both in terms of market share and brand image, However, with the emerging insurance companies in the past 10 years participating in the market competition and objectively improving the property insurance marketing system, the mobility of employees at all levels of the company is increasing day by day. This brings great difficulty to the management of employees in the company. Therefore, this paper focuses on re-examining the original incentive mechanism of sales force, comprehensively analyzing the characteristics of sales personnel demand, and formulating new incentive mechanism, and so on, from the point of view of Anhui Branch of China PICC property Insurance Co., Ltd. To help stimulate the enthusiasm of employees, creativity and cohesion, thus conducive to the long-term development of the company. This paper is divided into five parts. The first part is the introduction, mainly introduces the research background, research significance and research methods, summarizes the main research points of domestic and foreign scholars. The second part is related basic theory and concept definition. It introduces incentive theory, Maslow's five-level demand theory, Alderford ERG theory, two-factor theory, achievement needs theory, expectation theory. On the basis of the theory of equity and the theory of goal setting, this paper expounds the incentive mechanism and other related concepts, and defines the reform of the incentive system for sales personnel of PICC Anhui Branch. In the third part, the introduction of PICC Anhui Province and the competitive environment of insurance companies, the current situation of sales incentives and the existing problems are analyzed. The fourth part takes the Anhui branch of PICC as the empirical research object, through the statement of the goal and principle of the incentive mechanism, puts forward the overall plan and implementation plan of the PICC incentive mechanism. The fifth part discusses the specific implementation details of the incentive mechanism for sales staff in PICC Anhui Branch, analyzes its effectiveness and existing problems, and puts forward the safeguard measures that can be implemented by the incentive mechanism. The innovation and characteristics of this paper is based on the incentive theory, starting from the case, through the sales of property insurance Anhui branch of the incentive mechanism of the case study. The long-term incentive mechanism based on employee loyalty is summarized. The purpose of this paper is to promote the incentive practice of sales staff in PICC Anhui Branch, and to provide reference for other insurance companies. The existing research results of our country mainly focus on the incentive mechanism of the small and medium-sized enterprises, and this paper is based on the previous research, focusing on the study of the incentive mechanism of the sales personnel of insurance companies, in the process of the research, Through the analysis of the specific data of PICC Anhui Branch and the current situation of the company's sales personnel, the corresponding countermeasures are put forward in the hope that they can help. To guide the construction and implementation of the incentive mechanism for sales personnel of PICC Anhui Branch, so that it can take the fast track of rapid development.
【學(xué)位授予單位】：安徽大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F272.92;F842.3

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